Successful Telephone Selling Techniques

Successful Telephone Selling Techniques Boost your sales success and lower the cost of making the sale by using every salesperson’s most valued tool—the telephone. As the cost of selling continues to rise—and fewer sales calls are conducted in person—it’s never been more essential for sales professionals to hone their telephone selling skills. In just two days, you’ll gain the strategies, techniques and take-away tools you need to move every customer toward a buying decision. Since selling on the phone means you lack the visual cues of an in-person sales call, this seminar teaches proven methods for moving a sale forward without standard visual cues. You’ll engage in role-plays and apply a structured approach with words and phrases that sound natural and involve your customer. How You Will Benefit Leverage the unique characteristics of telephone selling to improve your sales success Navigate the process of getting to the decision maker by working with gatekeepers—humans, voicemail or automated Engage your customer over the phone to get attention quickly and maintain interest during the call Increase proven telephone communications skills using body position and mental attitude to affect your voice, tone, inflection, projection and delivery Identify best practices for making informal and formal presentations over the phone or Web Use consultative selling skills that lead to successful sales relationships over the telephone What You Will Cover Using the Phone as a Powerful Sales Tool How face-to-face and telephone selling are different Transitioning from face-to-face to phone sales and vice versa  Applying a consultative selling approach Planning and Time Management Macro-planning: What does your day look like? Maximizing your phone time Navigating to reach the decision maker Gatekeepers—humans, voice mail, automated Tactics to get gatekeepers to work for you Knowing Your Offering and Tying It to Customers Needs Identifying an organization’s business drivers Knowing your product/service Avoiding feature/benefit overload A Framework for Successful Calls Opening the call Developing verbal rapport and positioning Qualifying and discovering customer needs Presenting options Handling objections Gaining customer commitment Closing: How closing over the phone is different Delivering Persuasive Presentations Determining what to present Delivering an engaging phone-based presentation, with or without technology support Engaging the Customer Increasing and improving telephone communication Understanding what verbal body language is and how to use it Word selection Voice tone, inflection, pronunciation Physical presence Listening/questioning Keeping the conversation going Staying Upbeat Maintaining a positive attitude Increasing endurance and resilience Keeping a brisk pace Managing stress Who Should Attend This seminar is designed for account managers, inside sales representatives, team leaders and sales professionals who rely on the telephone as a key tool for reaching customers and would like to increase their phone selling skills. Extended Training Description Learning Objectives Use the Unique Characteristics of Telephone Selling to Improve Sales Success Plan Your Day to Maximize Calls Prepare for Each to Make Calls More Efficient Navigate Getting to the Decision Maker by Working with Gatekeepers Engage a Customer Over the Phone Quickly to Maintain Interest Use Consultative Selling Skills Over the Phone Use Body Position and Mental Attitude to Affect Voice, Tone, Inflection, Projection, and Delivery Know What to Do to Maintain Endurance and an Upbeat Attitude Planning Successful Calls Plan Your Day for Greater Efficiency and Effectiveness Prepare in Advance for Calls to Customers Optimize Your Time to Achieve Greater Success Communicating to Engage Apply Specific Communication Techniques to Engage the Customer During Phone Conversations Use Listening Not Only to Gather Information, but to Let the Customer Know That You Consider Him or Her Important Make a Positive, Well-Planned First Impression Identity What a Customer Is Saying by Being Able to "Read between the Lines" Working with Gatekeepers Identify the Different Types of Gatekeepers and Their Roles Develop and Use an Approach That Works to Get Gatekeepers on Your Side Create a Value Proposition That Is Short, Concise, and Adaptable Improve Your Voice Mail Communications Consultative Selling Skills State the Stages of a Consultative Selling Process: Opening, Discovering Needs, Presenting Options, Handling Objections, and Closing on Next Steps Connect the Benefits of Using the Consultative Selling Process to Telephone Selling Ask High Value Questions to Uncover Customers’ Real Needs Avoid Freeze Questions That Can Jeopardize the Sale Organize Questioning to Gather Information Effectively in a Short Period of Time Open Open a Call with Confidence Get the Customer’s Attention at the Beginning of the Call Discovering Needs Use High Value Questions to Qualify, Build Credibility, Uncover Needs, and Build Relationships Phrase Questions to Allow Customers to Speak Freely and Share Information Presenting Options Distinguish between the Features and the Benefits of Your Product or Service Match Benefits to Customer Needs in a Way That Is Clear and Relevant Handle Objections Feel More Confident When Hearing Customer Objections State the Reasons Behind Objections Use Proven Techniques to Respond to Objections in a Way That Maintain Progress Toward a Successful Close Close/Take Next Steps Set Appropriate Next Steps for Each Call Know When and How to Close Deliver Compelling Presentations Feel More Confident When Making a Formal Presentation Over the Telephone Use Accepted Techniques to Present Content Effectively to an Individual or a Group Using the Phone and Other Media Keep People Involved in Your phone presentation   Pelatihan, Kursus, Seminar, Workshop Provider Download Katalog Pelatihan 2009

Instructor Schedule March 12-13, 2009 2 days Venue Santika Hotel Yogyakarta Tuition Fee  Rp. 3.400.000,-   per participant, excluding accommodation & tax. Registration Send by email -or- fax to: PT. FOCUS TRACO INDONESIA Wisma Pakuan, Jl. Pakuan 12 BOGOR - 16143 (021) 7009-9943   (0251) 2169-150 (0251) 7534-984 training@focustraco.com